Association is a powerful tool in helping you influence and persuade your audience. If used correctly, you will be able to create the desired feelings, emotions, and behavior in your prospects. It is in this way that you can use association to bring about the best experiences and create a persuasive environment. Whatever your subject is drawn to, impressed by, or desirous of, seek to incorporate it into your message, your product, or your service. The Law of Association is constantly at work. If an audience likes a picture, a logo, or a musical jingle that appears in an advertisement for a product, they also tend to like the product. Why is it we must dress up for a job interview? It is because we know a slovenly appearance will bring into bearing certain unwanted assumptions or associations about us. Have you ever heard about past cultures where the messenger was actually killed when he brought back bad news? Why do you think it is that restaurants decorate a certain way, have their lighting a certain way, and play certain types of music? All these things are defined in the Law of Association. I remember having a corporate credit card when I was working for a certain unnamed corporation. The company had a nasty habit of not paying their bills. One day I got a phone call from a collection agency claiming that because my name was on the credit card, I was responsible for making the payments due. I informed the representative of the situation, but he was quite persistent. Of course, I was not responsible, but the interesting association was that the representative's name was Thor, the god of thunder (or so he said). The point is that if you want to create the feeling of a tough, persistent, strong person, then Thor is the perfect name to go by. Suppose his name had been Stanley or Herbert or Shannon instead? Not quite as threatening, are they? Everyone persuades for a living. There's no way around it. Whether youre a sales professional, an entrepreneur, or even a stay at home parent, if you are unable to convince others to your way of thinking, you will be constantly left behind. Get your free reports at Success Advantage to make sure that you are not left watching others pass you on the road to success. Donald Trump said it best, Study the art of persuasion. Practice it. Develop an understanding of its profound value across all aspects of life." We all know what endorsements are: Companies use famous people to pitch their products so we'll associate that individual and their success with the product. For example, Bill Cosby endorses Jell-O and Kodak, Michael Jordan pitches for Nike and Hanes underwear, and Tiger Woods does ads for Titleist golf balls and Buick automobile. We tend to like products, services, and ideas that are endorsed by people we like, regardless of the quality of the product. Sometimes, we will even buy a product for the first time simply based on a celebrity endorsement. We naturally want to be associated with fame, fortune, and success. That is why we follow the lead of celebrities we admire, respect, and like. It's also why we use the products they endorse. It is amazing to see teenagers ignore their parents' warnings about drugs, but when their favorite star or professional athlete says it's not cool, they stop. This is the power of association. All in all, the use of celebrities to endorse products is one of the most popular and effective associations marketers and advertisers use. Why do corporations spend tremendous resources to find the right spokesperson to bring the right association to their products? We hold our beliefs and attitudes to define and make sense of who we are. By shaving with the right razor or eating the right cereal, we are saying, "I am just like that ball player; I am part of the attractive "in group." By purchasing the "right stuff," we enhance our own egos. We rationalize away our inadequacies as we become just like our favorite celebrity." The critical factor in using a celebrity endorsement is creating an emotional tie or association between the consumer and the athlete/celebrity. The athlete or celebrity's positive associations have been transferred to the product or service. Wearing the same shoes or driving the same car as their hero allows consumers to identify and associate with their idols. There is a downside to using celebrities to promote products and services, however. Anytime a celebrity gets negative press, that association also tends to carry over to the products and companies they promote. In such cases, depending on the severity of the circumstances, the celebrities are usually dropped like hot potatoes. Michael Jackson was once an endorser for Pepsi until he was accused of child molestation. The company was quick to pair its product with someone else. Tonya Harding, the Olympic figure skater, was a Nike endorser until she was convicted of assault on fellow skater Nancy Kerrigan. Mike Tyson was also an endorser for Pepsi until he was convicted of rape. O.J. Simpson was once the spokesman for Hertz car rentals until he went on trial for a double murder. Application Questions Who could endorse your product, service, or cause that will create the right association? Who or what affiliations do you generate with your product, service, or cause? -i.e. images, feelings, attitudes What could you sponsor or display to generate a positive association for your product or company? Conclusion Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure youve seen some success, but think of the times you couldnt get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade. Kurt Mortensens trademark is Magnetic Persuasion; rather than convincing others, he teaches that you should attract them, just like a magnet attracts metal filings. He teaches that sales have changed and the consumer has become exponentially more skeptical and cynical within the last five years. Most persuaders are using only 2 or 3 persuasion techniques when there are actually 120 available! |
